Jeff Craig Broker, Realtor, CSP

When honesty doesn't work , it can be very disheartening. Even worse, it can mean a loss of business.

As a builder, potential clients sometimes treat us as though we are trying to sell them snake oil. Of course, there may be some validity to their perceptions. We have all heard stories about builders and re-modelers, which were real nightmares.

There's the home that took a year and a half to build, when it was supposed to be six months. There are many stories of building costs going well over budget, some increases not even known until closing. Inferior materials and workmanship account for a large number of homeowner complaints. Finally, there are many stories of customers unable to reach their contractor/builder. It's not unheard of for no replies for weeks at a time.

We at Piedmont Personal Builders pride ourselves on our honesty, integrity, and genuine concern for our clients. Our level of customer service is unparalleled in the area. We have been building "on your lot" custom homes for nine years. Word of mouth has been our best marketing tool. We give a list of everyone we have built a home for to every potential client. We are so confident in what our customers will say about us.

So, what do we do when honesty doesn't work? We have lost several sales over the last couple of years because we were honest and had the client's best interest in mind. Many potential clients already own land and some are considering purchasing a piece of land. We offer all potential clients a no cost, no obligation lot evaluation, which gives them a builder's perspective on any issues, negative or positive, affecting the building plans. On a number of occasions, the home buyer wanted a walk out basement. On each of these lot inspections, we determined the land did not have enough fall off and was not at all suited to a basement. Here in North Carolina, basements are not very common as they are in many other parts of the country. Our red clay soil is not conducive to a dug out basement. Most basements are "walk out" and built on a lot with a suitable slope. On each of these occasion's, we suggested the cost would be very high for the basement and tried to show alternatives in the home plan, or even the lot itself.

Well, we lost all of those potential sales. All of those folks built their homes with basements and all at a very high cost. We never said we would not build their basements, but suggested alternatives which would benefit them. Apparently, our honesty offended them. So, is the customer always right. Should we keep our opinions to ourselves and always give them what they want, no matter the cost or outcome? It's a tough call, especially in these difficult financial times for any builder.

Why I Oughta....

If you remember Moe Howard of the Three Stooges, that was one of his most used lines. Of course it was usually followed by "brain you", or grabbing Curly by the nose, or poking Larry in the eyes.

I think I'll take a bit of a kinder approach today.

Why I oughta....

Compliment my wife more.

Call my mom more.

Walk my dog more.

Exercise.

Donate blood.

Donate my time and money to local charities.

Spend more time with my children.

Work harder at getting sales.

Watch less Three Stooges and spend more time on social networking for my business.

What are your "I oughtas"?

Time to stage my own home...Oh Boy! Yes, I think my wife and I have decided to sell our home and downsize a bit. So, where do we begin? It's not that we are both shop-a-holics. It's not that we basically have a zoo in our home. it's not the sentimental value of so many objects. It's not the over abundance of family photos. It's not.....Oh, who am I kidding!!! It's all of the above and then some.

We've only been in this house for ten years. It's amazing just how much stuff one can accumulate in that time. I use to be able to park both cars in the garage. Now I can barely fit my compact car. Perhaps I should trade in in for a Smart Car. The garage will look huge and I won't have to get rid of my cross country skis I last used in 1999, or my utterly useless collection of hardware and "spare parts" You never know when you will need a rimram or a fratastat.

Let's move inside. Let's start with clothing. Let's start with my wif'e shoes. Now that I think about it, let's skip the shoes. She may read this. Soooo, those cowboy boots I have had since 1981. I might wear them again. Wehn I clean out the garage. They'd be perfect. The closets are full, actually bulging with clothing neither of us wear much. You never know, I might fit into those Sergio Valenti Jeans again some day.

Back to business now. A yard sale, a trip to Goodwill, one of those pod things with a rat on the side, all good ideas. It'll be neat, clean, organized, de-personalized, neutral, empty, blah. No one will ever know I lived there. By the time I'm done, our home could be an HGTV special. Maybe, just maybe.

Is it a sign of the things to come? Is the tide turning for home sales?

This past weekend Piedmont Personal Builders participated in the Greensboro Parade of Homes. The custom built home we entered was in the Lake Jeanette Northern Shores area of Greensboro, NC. We had entered this same home in last Spring's parade as well. The parade lasts two weekends. We averaged 15 people touring our home each day. That was a very low number compared to traffic in previous years. We attributed it to the general down turn in the economy and in particular, the housing slump.

This past weekend, we averaged forty per day. That is approaching numbers we saw in previous years. Typically, many of the people we spoke to were genuinely interested in building a new home. Of course we will see those looking for decorating ideas, curious neighbors and some just out to spend a pleasant fall day. This was a encouraging weekend for us and we hope next weekend will be even better

Reports show the American people have more consumer confidence. Interest rates on a thirty year fixed rate loan dropped to 4.75% at many lenders last week. Congress is considering extending the 8% tax credit and possibly to all buyers this time. All are signs pointing to an improving housing market.

So, is it a sign of the things to come? I think it just may be.